Turn Your Sales Slump Around and Make 2011 your Best Year

 

By Dan Fantasia, Treeline, Inc. Founder and President

Have you ever seen your favorite sports team or favorite professional athlete get into a slump and wonder how they got there and when they are going to get out of it? It can be frustrating to watch and even more difficult for the team to recognize the need to make changes in order to snap out of it.

The driving factor behind breaking a slump is 90% mental, which is why it is so difficult to break. Think about it. When was the last time you found yourself in a slump? How long did it take to wake up and move on? What were the factors that motivated you to get over the hump?

Now think of yourself and the rest of your sales team. Are you and your fellow team members in a slump? If so, you only one. Frequently, around the end of Q1 a lot of sales representatives fall into slumps. You and your sales team ran straight into Q1 at full speed and with the winter months coming to an end, you may have cabin fever and might be easily distracted.

The last couple of years have been tough. Many of our sales peers had to fight hard, work harder and their ability to succeed has been tested. Good news, the market is picking up and as sales professionals we have an incredible opportunity to crush our numbers in 2011. We have to take advantage of the time we have to make money.

So how do you get out of a slump?

 

 

  1. Acknowledge that you are distracted? Recognize that you are not producing as well as you should. This is not about being unlucky, or being a victim; this is about getting pointed in the right direction to succeed.
  2. Relieve anxiety that will cause additional distractions by addressing the problem. Sales people know when they are not producing. Get back on track with aggressive and direct objectives and goals. Focus on driving activity and inspect results.
  3. Mix it up. Keep your environment fresh and change up the daily routine. Go for a run